Remington Capital Radio Teaches Affiliate Partners How to Get CEOs to Return Voicemail Messages

SCOTTSDALE, Ariz., Jan. 26, 2011 /PRNewswire/ -- If your voicemail sales message fails to get a customer's attention within eight seconds, forget it. Chances are you won't be getting called back.

That's the opinion of sales training expert and a best-selling author Tony Parinello, who discussed how to create winning voicemail messages during an interview on Remington Capital Radio. Parinello has trained more than 2.5 million sales people over the past 15 years. His book, "Selling to Vito," has sold more than a million copies.

Hosted by Remington Capital Chairman, Andy Bogdanoff, Remington Capital Radio is a weekly series of live Internet radio interviews with leading CRE industry experts, authors and newsmakers. These one-hour business information programs are available exclusively to commercial loan brokers that are members of Remington's nationwide Affiliate Partner Program.

Speaking of every sales person's voicemail challenge, Parinello said, "You've got about eight seconds to capture the attention of your customer's top guy with your voice message, and that's a dreadfully long time if you're saying all the wrong stuff."

Parinello went on to say, "Those who go out to acquire business must have the skills, tactics, methodologies and thought process needed to reach by phone the customer's Very Important Top Officer.  I call him Vito," Parinello said. "Vito is the one with the ultimate veto power."

Parinello explained that phone messages must be carefully prepared in advance. "They must be clear, succinct and perfectly targeted so that whoever answers the phone knows there is a reason and a time to call back."

The first rule in creating a winning eight-second sales message, Parinello said, is "to treat whoever picks up the phone as if it were the CEO." Parinello then explained the five statements that must be made within eight seconds to ensure the best chance of a returned call:

• You must immediately repeat the name of whoever answers the phone.
• You must then offer a brief pleasantry, such as, "Thanks for taking my call."
• You must then say why you are calling - that you can solve the customer's immediate problem (e.g., obtain financing), while at the same helping the customer avoid some serious risk (e.g., loss of investment, bankruptcy or foreclosure).
• Only then should you identify yourself and your company.
• You must then ask who to continue to talk with and set the timeframe for doing it.

To hear the complete Tony Parinello interview, go to http://www.RemingtonCapitalInc.com/remington-capital-radio/

Previous topics discussed on Remington Capital Radio include: "Turn on Your Profitability," "Five Steps to Success," "Creating New Revenue," "Success Now," "Closing Sales in a Tough Economy," and "Planning Revenue Growth."

Remington Capital Radio is aired live over the Internet on Wednesdays at 10 am PST. Affiliate Partners are invited to participate via call-ins and email. All shows are archived and available for listening or downloading. Only qualified Affiliate Partners can access the exclusive radio programming with a Remington-provided password, which Affiliate Partners receive upon approval of their membership application.

Remington Capital is an international financial services company, specializing in securing capital for commercial brokers unable to obtain financing on their own. Since 1993, Remington has helped finance, refinance and recapitalize more than $5 billion across the capital stack for all types of commercial projects.

Remington's Affiliate Partner Program is designed to increase financing opportunities for commercial loan brokers, while providing enhanced business skills and new revenue sources. Commercial loan brokers can apply for free Affiliate Partner membership by calling Remington Capital at 888-407-4881. Once qualified, Affiliate Partners are given access to all the benefits of program membership, including immediate ability to begin earning generous fees from introductions that result in successful financing transactions.

For more information:

www.RemingtonCapitalInc.com/remington-capital-radio/

SOURCE Remington Capital, Inc.